Hybrid working arrangement
Bring your strong analytical skills, along with the ability to use and interpret CRM systems
Be instrumental in providing leadership and direction whilst fostering collaborative relationships across the entire business

This role is based in Melbourne at Ocean’s Head Office and is tasked with the critical responsibility of managing and optimising the sales operations for Ocean’s global sales function. This includes developing and implementing efficient sales processes, overseeing the management of sales tools and technologies, and working closely with the sales team to drive sales performance. This position plays a vital role in aligning sales strategies with presales initiatives, ensuring a cohesive approach to market penetration and customer engagement.

Furthermore, the Sales Operations Manager will be instrumental in providing leadership and direction to the Presales Engineer & Proposals Manager and fostering a collaborative environment across departments. This comprehensive role demands a strategic approach to both proposals and sales operations, aiming to streamline Ocean’s sales efforts, enhance bid success rates, and ultimately contribute to the company’s overall growth and success.

Key responsibilities include:

Sales Operations

Manage and optimise sales processes, tools, and technology to increase efficiency in the sales cycle.
Proactively coordinate with the global sales team and broader Ocean teams to manage sales forecasts and plan resource allocation.
Develop and maintain a deep understanding of Ocean’s products and be able to communicate their value to clients and partners.
Regularly provide management with reports derived from Ocean’s CRM as required and requested.
Oversee CRM (HubSpot) system management & administration and ensure the sales team's compliance with data entry and management best practices.
Analyse sales data to identify trends, performance metrics, and opportunities for improvement.
Provide regular reporting on bid activities.
Stay up to date with industry trends and best practices and ensure that Ocean’s sales operations processes are continuously improved.
Routinely conduct market research and analysis in support of Ocean’s strategic priorities.

Team Management & Leadership

Oversee the end-to-end bid process, including (but not limited to) bid planning, preparation, submission and follow-up.
Ensure that all bids meet customer requirements and adhere to internal policies and standards.
Manage the contractual aspects of bids, including reviewing and negotiating terms and conditions, in consultation with relevant internal stakeholders, and ensuring all contracts comply with Ocean company policies and procedures.
Where resourcing challenges occur, work co-operatively to seek a solution and escalate to senior management with proposed resolutions.
Supervise and mentor the Presales Engineer and Proposals Manager including managing their priorities based upon business requirements and sales opportunities globally.
Ensure alignment of presales activities with overall business objectives.
Proactively manage the performance of direct reports to ensure individual and company objectives and targets are being met.

Necessary Skills and Experience:

Minimum of 5 years’ experience in a related role, preferably in the software industry, with a demonstrated track record of success.
Experience in sales operations management, including expertise in CRM systems (preferably HubSpot) and sales process optimisation.
Demonstrated ability to manage and lead a team, including technical personnel.
Strong knowledge of software systems, process development and management, project management, and contract management.
Strong knowledge of and experience with the ASDEFCON documentation suite.
Excellent communication and interpersonal skills, with the ability to work effectively with cross-functional teams and external customers.
Strong analytical and problem-solving skills, capable of managing multiple priorities and deadlines.
Proven ability to interpret complex customer requirements and attitudes from verbal and written communications.
Degree qualified in Business Administration, Business Management or a related field.
Proactive, confident, and a self-starter who can work effectively in an SME business.
Ability to foster positive collaboration between sales, marketing, and supporting departments.
Possess a background or a solid understanding of the Military and Aviation environments.
Baseline Defence security clearance, or the ability to obtain.

Why work with us?

Diverse health and wellbeing program.
Employee Assistance Program.
Paid parental leave program.
Staff referral program.
Specialist leave - supporting our communities.
Full access to education, training, and resources via LinkedIn Learning.
Graduate, professional development and leadership programs.
Corporate and team social events and more.

If this sounds like something you're interested in, then please don't hesitate to apply now!

Ocean Software

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Sales Operations Manager